An Examination of the Purchasing Function in a Sales‐oriented Company

An Examination of the Purchasing Function in a Sales‐oriented Company

Bibliographic Details
Main Authors:	T.G., Howson, B.G., Dale
Format:	text
Language:	eng
Published:	Emerald 1991
Subjects:	Case studies,Purchasing,Sales,United Kingdom

Similar Items

The purchasing orientation of small company owners
by: Chris, Ellegaard
Published: (2009)

The changing role of sales: viewing sales as a strategic, cross‐functional process
by: Kaj, Storbacka, et al.
Published: (2009)

The motivation of sales executives in two major companies
by: Gillian, Purcer Smith
Published: (1967)

Ethics at the sales‐purchasing interface
by: Graham, Wood
Published: (1995)

Development of the Sales Function in Banking
by: John, Cheese
Published: (1983)

Antecedents of conflict in marketing's cross‐functional relationship with sales
by: Philip L., Dawes, et al.
Published: (2005)

National site licensing and consortia purchasing
by: Rollo, Turner
Published: (1999)

Enabling staff to access the knowledge they need, when they need it
by: Colin, Terry
Published: (2007)

Experiences with FMS in the UK
by: John, Bessant, et al.
Published: (1986)

Wine sales in British public houses
by: John D., Pratten, et al.
Published: (2010)

Systematic sales channel redesign for the US market
by: Dirk, Zupancic, et al.
Published: (2010)

Internet versus traditional office sales
by: Sofia V., Dermisi
Published: (2004)

An exploratory study of sales‐marketing integrative devices
by: Belinda, Dewsnap, et al.
Published: (2009)

Developing environmentally conscious product strategies: a qualitative study of selected companies in Germany and Britain
by: Devashish, Pujari, et al.
Published: (1996)

Sales Strategies for the On‐Licence Trade
by: Peter S., Oxford
Published: (1986)

Managerial implications of predicting purchase behavior from purchase intentions: a retail patronage case study
by: C. Robert, Newberry, et al.
Published: (2003)

Multi-unit price promotions and their impact on purchase decisions and sales
by: Salome, Drechsler, et al.
Published: (2017)

Total purchasing in primary care: three case studies
by: Stephen, Abbott, et al.
Published: (1999)

Purchasing in the UK and Switzerland: an empirical study of sourcing decisions
by: Michael, Quayle
Published: (2001)

Enacting entrepreneurial intent: the gaps between student needs and higher education capability
by: Lorna, Collins, et al.
Published: (2004)

Total quality management: an examination of the writings from a UK perspective
by: Z.M., Zain, et al.
Published: (2001)

Improving the relationship between sales and marketing
by: Kenneth, Le Meunier‐FitzHugh, et al.
Published: (2010)

The relationship of intentions to buy consumer durables with levels of purchase
by: G.I., Heald
Published: (1970)

A Comparative Study of Manufacturers' Sales Subsidiaries and Manufacturers' Sales Finance Subsidiaries in the UK, USA, Canada and Japan
by: Hiroaki, Seto
Published: (1985)

Marketing and Purchasing Strategies in the Distribution Channels of Mid‐range Computers
by: Malcolm T., Cunningham, et al.
Published: (1989)

The purchasing function as a professional service firm: implications for training and development
by: Paul, Humphreys, et al.
Published: (1998)

SEC approves FINRA rule governing sales practices of deferred variable annuities
by: Jeffrey S., Puretz, et al.
Published: (2008)

The determinants of choice of supplier: a study of purchase behaviour for capital goods
by: M.T., Cunningham, et al.
Published: (1973)

Management and relationships in total purchasing pilots
by: Brenda, Leese, et al.
Published: (1999)

Purchasing consortia: trends and activity in the UK
by: Jo, Pye, et al.
Published: (1999)

Refreshing the Scottish compulsory purchase system
by: Anthony, Andrew, et al.
Published: (2012)

Recommendations for supplier innovation evaluation from literature and practice
by: Stefan, Winter, et al.
Published: (2016)

“Shopping for Items” or “Partnering for Performance”? A framework of purchasing practices for value co-creation in post-outsourcing buyer–supplier relationships
by: Hannu, Makkonen, et al.
Published: ()

The importance of brand in the industrial purchase decision: a case study of the UK tractor market
by: Keith, Walley, et al.
Published: (2007)

The evaluative criteria of industrial buyers: implications for sales training
by: Daniel H., McQuiston, et al.
Published: (1989)

A study of relationship effectiveness between marketing and sales managers in business markets
by: Philip L., Dawes, et al.
Published: (2006)

Training and coaching boost performance of sales staff at B&Q
by: Nick, Drake‐Knight
Published: (2012)

Purchasing strategies and decision‐making processes in the food service industry: a case study of UK restaurant chains
by: Elizabeth, Mawson, et al.
Published: (1996)

The Industrial Purchasing Decision as a Political Process
by: Andrew M., Pettigrew
Published: (1975)

Industrial Vendors′ Selling Center: Implications for Sales Management
by: S., Joe Puri
Published: (1992)